How To Scale Up Qualitative Research Efforts

Written by Sean Murphy. Posted in Customer Development, skmurphy

Qualitative research that allows firms to understand unmet and emerging needs is now the bottleneck for the specification, development, and delivery of significant new products. This is the result of substantial investment in the last two decades in tools for software development, quantitative evaluative research, marketing and sales. This has fundamental implications for how product development, sales, and support operations need to be organized and to collaborate.

Managing Change in an Organization: An Incomplete Resource List

Written by Sean Murphy. Posted in Customer Development, Design of Experiments, Rules of Thumb, skmurphy

Some models I like for change management in organizations. Startup entrepreneurs frequently have to navigate the challenges managing change as a part of the sales process. Intrapreneurs should find this list useful as well. I welcome any suggestions for additions, refinements, or improvements.

Five Tips For Activating Your Network of Relationships

Written by Sean Murphy. Posted in 3 Early Customer Stage, Customer Development, Rules of Thumb, skmurphy

A startups social capital, the network of relationships that the founders have with friends, former co-workers and associates, and friends of friends represent a key resource for the team. It’s possible to activate this network to help you solve a variety of problems–e.g. finding a cofounder, finding early employees, finding contractors, finding early customers, finding investors, finding advisors–but you can normally only activate for one purpose at a time.

Getting Better at Customer Discovery Conversations

Written by Sean Murphy. Posted in 1 Idea Stage, 2 Open for Business Stage, 3 Early Customer Stage, Customer Development, skmurphy

Getting better at customer discovery conversations requires preparation, practice, note taking, and follow-up. It can also be tremendously helpful if you can arrange for a partner who can observe, contribute,  take notes, and de-brief with you. Even if you are a solo entrepreneur “trade interviews” with another entrepreneur: agree to help them with one of their interviews if they will help you with one of yours. Here is a recent exchange I had during an office hours edited for clarity.

Customer Development: Scouting A New Market

Written by Sean Murphy. Posted in Customer Development, skmurphy

There are no undefended markets. Established markets are characterized by entrenched competitors who have strong brand identify and deep customer relationships. Although Bill Hewlett always strove to “attack the undefended hill,” the reality is that any market worth having is at least lightly defended by the status quo of current alternatives. When scouting a new market you have to determine where you can make a clear contribution that will differentiate your offering from the alternatives currently available–including “doing nothing.”

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